Business Development Manager II

Summary

Job description

FUNCTIONAL RESPONSIBILITIES AND DUTIES
• Prospect, develop, and close new more complex SMB customers or partnerships for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices.
• Engage in the entire sales cycle from lead generation to closing new deals, often involving cold calling, networking, and initial client engagement.
• Frequently interact with potential customers or partners, aiming to convert prospects into clients. Focuse on understanding the needs of new markets and customer or partner segments.
• Develop and execute territory & account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM.
• Attain quarterly and annual net new revenue goals and quota targets.
• Pursue a “hunter strategy” focused on prospecting & landing of Net New large SMB or partnerships accounts with (x00+ seats)
• Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives.
• Manage prospect and customer evaluations, proof of concepts, and any RFP/RFIs
• Solve business problems for our customers and ensure a positive prospect/customer experience, and make our ESET customers successful.
• Provide advanced knowledge of ESET’s product portfolio and develop the comfort working with resellers to generate new pipeline and opportunities.
• Coordinate sales activities across multi-functional groups.
• Operate with a higher degree of autonomy but typically follows established guidelines and strategies.
• Shadow the more experiences colleagues during client meetings and negotiations to learn best practices.
• Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results.
• Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.
REQUIREMENTS
Education:
• University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.
Experience:
• 3+ years of sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security preferred
• 3+ years of experience evangelizing technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
• Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
Knowledge:
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
• win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
Communication:
• Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management.
• High level of inter-personal relationship and excellent written and verbal communication skills
Personal characteristics:
• Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.
• Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
• Willingness to be coached and the discipline to work a proven sales process from beginning to end.
• Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful.
• Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
• Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills

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